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<title>Fixer le prix de vente de tes services - Kiffe ton Tarif®</title>
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<meta property="og:description" content="Découvres une approche méthodique pour calculer ton coût de revient, ton tarif cible et la différence entre le prix de ta prestation et sa valeur perçue." />
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<span class="posted-on"><time class="updated" datetime="2025-11-11T12:48:06+01:00" itemprop="dateModified">11 novembre 2025</time><time class="entry-date published" datetime="2025-07-31T09:44:41+02:00" itemprop="datePublished">31 juillet 2025</time></span> <span class="byline">par <span class="author vcard" itemprop="author" itemtype="https://schema.org/Person" itemscope><a class="url fn n" href="https://kiffetontarif.com/author/jlandais/" title="Afficher tous les articles de Jlandais" rel="author" itemprop="url"><span class="author-name" itemprop="name">Jlandais</span></a></span></span> </div>
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<div class="et_pb_text_inner"><h1 style="text-align: center;"><b>Fixer le prix de vente de tes services </b><strong></strong></h1></div>
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<div class="et_pb_text_inner"><p><strong>Fixer le prix de tes services, c’est éviter de te retrouver après une vente à dire : « Je n’ai pas osé demander plus. » </strong></p>
<p><strong>Ça te parle ? </strong></p>
<p><strong>Rassure-toi, ça arrive même aux meilleur·e·s !</strong></p>
<p><strong>Dans cet article, je te livre une approche méthodique pour calculer ton coût de revient, ton tarif cible et la différence entre le prix de ta prestation et sa valeur perçue. Car pratiquer un prix juste et compétitif, c’est te donner la chance de vivre durablement de ton activité sans t’épuiser. Et ça, c’est (juste) le centre de toute aventure entrepreneuriale !</strong></p>
<p><strong>Es-tu prêt·e ?</strong></p></div>
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<span class="et_pb_image_wrap"><img loading="lazy" decoding="async" width="800" height="569" src="https://kiffetontarif.com/wp-content/uploads/2025/09/portrait-Sylvie-pean.webp" alt="Portrait de Sylvie Péan, coach en vente et prix de vente" title="portrait-Sylvie-pean" srcset="https://kiffetontarif.com/wp-content/uploads/2025/09/portrait-Sylvie-pean.webp 800w, https://kiffetontarif.com/wp-content/uploads/2025/09/portrait-Sylvie-pean-300x213.webp 300w, https://kiffetontarif.com/wp-content/uploads/2025/09/portrait-Sylvie-pean-768x546.webp 768w, https://kiffetontarif.com/wp-content/uploads/2025/09/portrait-Sylvie-pean-400x284.webp 400w" sizes="(max-width: 800px) 100vw, 800px" class="wp-image-1472" /></span>
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<div class="et_pb_text_inner"><p><em><span style="font-weight: 400;">Sylvie Péan, consultante et formatrice en développement commercial</span></em></p></div>
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<div class="et_pb_text_inner"><p><strong>Sommaire</strong></p></div>
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<div class="et_pb_text_inner"><p><span style="font-weight: 400;">01. Liste les éléments qui constituent ton prix de vente</span></p></div>
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<div class="et_pb_text_inner"><p><span style="font-weight: 400;">02. Calcule le coût de revient de tes prestations<br /></span></p></div>
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<div class="et_pb_text_inner"><p><span style="font-weight: 400;">03. Différencie le prix de la valeur perçue</span></p></div>
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<div class="et_pb_text_inner"><p><span style="font-weight: 400;">04. Cultive le bon mindset vis-à-vis de la vente et de l’argent</span></p></div>
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<div class="et_pb_text_inner"><h2><b>Liste les différents éléments qui constituent ton prix de vente</b></h2></div>
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<div class="et_pb_text_inner"><h3><b>Définis ton prix de revient en regroupant les éléments “invisibles”</b></h3></div>
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<div class="et_pb_text_inner"><p><span style="font-weight: 400;">Quel est le coût réel de ta prestation ? Évaluer et fixer le juste prix, c’est la clé pour faire durer ton entreprise dans le temps et gagner en tranquillité d’esprit. Alors sans tarder, je te propose un petit exercice : </span></p>
<p style="padding-left: 40px;"><span style="font-weight: 400;">→ </span><span style="font-weight: 400;">Dans un tableau, liste tous les éléments qui sont nécessaires pour effectuer ta prestation (y compris les choses qui te semblent évidentes et que tu ne factures pas aujourd’hui dans le prix défini).</span></p>
<p><span style="font-weight: 400;">Ces coûts, directement liés à la réalisation de la prestation, varient </span><b>en fonction de l’activité et du volume de services rendus.</b><span style="font-weight: 400;"> Au-delà du temps de travail effectif pour réaliser la prestation, il faut compter des éléments “invisibles” et difficiles à facturer en tant que tels, comme par exemple : </span></p>
<ul>
<li><span style="font-weight: 400;">le temps de travail de recherche, de préparation, de veille ou que tu passes à te former,</span></li>
<li><span style="font-weight: 400;">le temps administratif (devis – factures – comptabilité),</span></li>
<li><span style="font-weight: 400;">l’utilisation d’outils payants pour effectuer ta prestation (logiciel de comptabilité, de gestion, abonnements à des outils pour ta communication…) ; </span></li>
<li><span style="font-weight: 400;">les frais de gestion de projet (coordination avec d’autres prestataires, par exemple),</span></li>
<li style="font-weight: 400;" aria-level="1"><span style="font-weight: 400;">ton “SAV” avec le process de</span><span style="font-weight: 400;"> livraison, d’accompagnement, le support client fourni, le suivi personnalisé dans le temps (hotline), les conseils sur mesure, les</span><span style="font-weight: 400;"> bilans ultérieurs.</span><span style="font-weight: 400;"></span></li>
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<span class="et_pb_image_wrap"><img loading="lazy" decoding="async" width="443" height="525" src="https://kiffetontarif.com/wp-content/uploads/2025/09/PICTO-tableau-calcul-prix-de-vente.webp" alt="Symbole entrepreneur qui calcule son prix de vente" title="PICTO-tableau-calcul-prix-de-vente" srcset="https://kiffetontarif.com/wp-content/uploads/2025/09/PICTO-tableau-calcul-prix-de-vente.webp 443w, https://kiffetontarif.com/wp-content/uploads/2025/09/PICTO-tableau-calcul-prix-de-vente-253x300.webp 253w" sizes="(max-width: 443px) 100vw, 443px" class="wp-image-1461" /></span>
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<div class="et_pb_text_inner"><p><span style="font-weight: 400;">En faisant la liste de ce travail invisible, tu peux avoir une vision plus juste du temps réel que chaque prestation engage pour toi et de son coût en matière de temps, d’outils et de gestion de projet. C’est une première étape pour calculer ton coût de revient et ne pas travailler à perte.</span></p></div>
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<a class="et_pb_button et_pb_button_0 et_pb_bg_layout_light" href="https://kiffetontarif.com/">Envie de fixer et kiffer ton tarif ? Rejoins-moi !</a>
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<div class="et_pb_text_inner"><h3><b>Intègre les charges directes</b></h3></div>
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<div class="et_pb_text_inner"><p><span style="font-weight: 400;">Ce sont les coûts directement liés à la réalisation de la prestation. Ils varient en fonction de l’activité et du volume de services rendus. Parmi eux, figurent les : </span></p>
<ul>
<li><b>Frais de déplacement</b><span style="font-weight: 400;"> : si c’est nécessaire pour réaliser ta prestation de service, les frais de transport doivent être pris en compte. Si tu te déplaces en voiture, tu peux utiliser le barème des impôts pour te donner une idée de ce que te <a href="https://www.service-public.fr/particuliers/actualites/A14686" target="_blank" rel="noopener">coûtent réellement tes déplacements</a>. </span><span style="font-weight: 400;">Tu verras que ce n’est pas si négligeable que ça.</span></li>
<li><b>Fournitures et consommables</b><span style="font-weight: 400;"> : les matériaux ou outils spécifiques utilisés pour réaliser la prestation.</span><span style="font-weight: 400;"></span></li>
<li><span style="font-weight: 400;"><b>TVA : </b>selon ton statut et ton chiffre d’affaires, ton activité peut être assujettie à la TVA. Il faut alors l’ajouter au prix de vente HT pour obtenir le prix TTC. Par exemple, si ta prestation est soumise à une TVA de 20%, tu dois ajouter ce pourcentage au prix HT. Si ton tarif HT est de 80 €, le tarif TTC sera de 96 €… et non pas de 100 € hein ! La TVA dans ce cas, c’est bien : 20% de 80 €. Donc c’est bien 16 € qu’on ajoute à 80 €.</span></li>
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<div class="et_pb_text_inner"><h3><b>Ajoutes-y les charges indirectes </b></h3></div>
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<div class="et_pb_text_inner"><p><span style="font-weight: 400;">Ces coûts sont liés au fonctionnement général de l’entreprise et ne dépendent pas directement de la réalisation d’une prestation spécifique. Ils incluent un ensemble d’éléments :</span></p>
<ul>
<li style="font-weight: 400;" aria-level="1"><b>Loyer</b><span style="font-weight: 400;"> : si tu loues un espace pour ton activité ;</span></li>
<li><b>Assurances</b><span style="font-weight: 400;"> : professionnelles, responsabilité civile, par exemple ;</span></li>
<li><b>Frais administratifs</b><span style="font-weight: 400;"> : comptabilité, logiciels de gestion, etc. ;</span></li>
<li><span style="font-weight: 400;"><b>Frais de communication et marketing</b> : site web, publicité payante, SEO ;</span></li>
<li style="font-weight: 400;" aria-level="1"><b>Abonnements divers</b><span style="font-weight: 400;"> : téléphone, internet ou autres outils professionnels ;</span></li>
<li><span style="font-weight: 400;"><b>Cotisations sociales, mutuelle</b> et prévoyance : cela dépend de ton statut. Par exemple pour les autoentrepreneur·e·s, les cotisations représentent un pourcentage du chiffre d’affaires (24.6 % en 2025) Il faut que tu rajoutes ta mutuelle, et d’autres prévoyances le cas échéant.</span></li>
</ul>
<p><span style="font-weight: 400;">Pour fixer tes prix, tu t’aperçois qu’il y a en réalité toute une série d’étapes à respecter : calcul du coût “invisible”, prise en compte des coûts fixes et variables</span><span style="font-weight: 400;"> et calcul du coût de revient, </span><span style="font-weight: 400;">comme on va le voir.</span></p></div>
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<div class="et_pb_text_inner"><h2><b>Calcule le coût de revient à la journée de ta prestation </b></h2></div>
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<div class="et_pb_text_inner"><h3><b>Avec un nombre de jours facturables </b></h3></div>
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<div class="et_pb_text_inner"><p><span style="font-weight: 400;">Évidemment, tu t’en doutes : tu ne peux pas facturer 100 % de ton temps de travail.</span></p>
<p><span style="font-weight: 400;">As-tu pensé à soustraire au temps de travail théoriquement disponible dans une année (365 jours) les week-ends, les vacances à prévoir, les ponts et les jours fériés par exemple ? Peut-être y a-t-il aussi quelques jours à prévoir pour maladie et ou garde d’enfants ? No stress, tes clients en prendront aussi ! </span></p>
<p><span style="font-weight: 400;">Selon les activités, c’est différent. Par exemple, pour un prestataire informatique, c’est possible de facturer 70 % de son temps de travail quand on a une clientèle développée et récurrente. Mais pour une formatrice comme moi, qui fait des formations sur mesure avec plein de clients différents, facturer 30% de son temps de travail, c’est déjà beaucoup !</span></p></div>
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<div class="et_pb_module et_pb_text et_pb_text_19 et_pb_text_align_left et_pb_bg_layout_light">
<div class="et_pb_text_inner"><p><b>Calculer ton nombre de jours facturables </b></p></div>
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<div class="et_pb_text_inner"><p><span style="font-weight: 400;">Je te propose un calcul en deux temps : </span></p>
<blockquote>
<p><span style="font-weight: 400;">1 → </span><b>ton temps de travail disponible</b> = 365 jours – ( week-end + fériés + ponts + vacances)</span></p>
<p><span style="font-weight: 400;">2 → </span><b>le pourcentage de ce temps</b><span style="font-weight: 400;"> qui sera facturable</span></p>
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<div class="et_pb_module et_pb_text et_pb_text_21 et_pb_text_align_left et_pb_bg_layout_light">
<div class="et_pb_text_inner"><h3>Pour éviter de vendre à perte</h3></div>
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<div class="et_pb_text_inner"><p><span style="font-weight: 400;">Une fois cette étape validée (calcul du </span><b>montant de tes charges directes et indirectes</b>)<span style="font-weight: 400;">, si tu ne veux pas “vendre à perte”, tu peux déterminer, avec clarté et méthode, ton coût de revient. Le prix de revient correspond à l’ensemble des coûts portés par l’entreprise pour pouvoir délivrer la prestation : depuis sa création, jusqu’à sa diffusion et sa promotion.</span></p>
<p><span style="font-weight: 400;">Par exemple, pour un consultant :</span></p>
<ul>
<li><span style="font-weight: 400;">Charges annuelles (directes + indirectes) : 32 000 €</span></li>
<li><span style="font-weight: 400;">Jours facturables par an : 80</span></li>
<li><span style="font-weight: 400;"><b>Coût de revient à la journée</b> ≈ 32 000 / 80 = 400 €/jour</span></li>
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<span class="et_pb_image_wrap"><img loading="lazy" decoding="async" width="443" height="500" src="https://kiffetontarif.com/wp-content/uploads/2025/09/Picto-vendre-ses-prestations.webp" alt="vendre ses prestations au prix juste" title="Picto-vendre-ses-prestations" srcset="https://kiffetontarif.com/wp-content/uploads/2025/09/Picto-vendre-ses-prestations.webp 443w, https://kiffetontarif.com/wp-content/uploads/2025/09/Picto-vendre-ses-prestations-266x300.webp 266w" sizes="(max-width: 443px) 100vw, 443px" class="wp-image-1412" /></span>
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<div class="et_pb_module et_pb_text et_pb_text_23 et_pb_text_align_left et_pb_bg_layout_light">
<div class="et_pb_text_inner"><h3>Calcule ton coût de revient unitaire</h3></div>
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<div class="et_pb_module et_pb_text et_pb_text_24 et_pb_text_align_left et_pb_bg_layout_light">
<div class="et_pb_text_inner"><p><b>À ton tour, tu peux calculer ton coût de revient grâce à cette formule : </b></p></div>
</div><div class="et_pb_module et_pb_text et_pb_text_25 et_pb_text_align_left et_pb_bg_layout_light">
<div class="et_pb_text_inner"><blockquote>
<p><b>Coût total de production / nombre de prestations vendues = coût de revient unitaire</b></p>
</blockquote></div>
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</div>
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<div class="et_pb_column et_pb_column_4_4 et_pb_column_18 et_pb_css_mix_blend_mode_passthrough et-last-child">
<div class="et_pb_module et_pb_text et_pb_text_26 et_pb_text_align_left et_pb_bg_layout_light">
<div class="et_pb_text_inner"><p><span style="font-weight: 400;">Par exemple, si réaliser 10 prestations d’un service précis te coûte 2 000 €, alors ton coût de revient unitaire est de </span><b>200 €</b><span style="font-weight: 400;">.</span></p>
<p><span style="font-weight: 400;">Idéale pour les prestataires de service, cette méthode te permet de <a href="https://kiffetontarif.com/blog/auto-entrepreneurs-calculez-votre-taux-journalier-moyen-tjm/">calculer ton taux horaire </a></span><span style="font-weight: 400;"> ou le coût global de ton intervention. Mieux qu’un simple calcul basé sur le taux de marge, le calcul du coût de revient englobe l’ensemble des coûts engagés par l’entreprise pour vendre le service. Ce chiffre constitue</span><b> une base non négociable</b><span style="font-weight: 400;"> : il représente le prix minimum en dessous duquel tu ne dois jamais vendre tes services. Au risque de saboter ton entreprise et ta réussite.</span></p></div>
</div>
</div>
</div><div class="et_pb_row et_pb_row_16 et_pb_gutters3">
<div class="et_pb_column et_pb_column_4_4 et_pb_column_19 et_pb_css_mix_blend_mode_passthrough et-last-child">
<div class="et_pb_module et_pb_text et_pb_text_27 et_pb_text_align_left et_pb_bg_layout_light">
<div class="et_pb_text_inner"><h3>Calcule ton tarif cible à facturer par jour</h3></div>
</div>
</div>
</div><div class="et_pb_row et_pb_row_17 et_pb_gutters4">
<div class="et_pb_column et_pb_column_4_4 et_pb_column_20 et_pb_css_mix_blend_mode_passthrough et-last-child">
<div class="et_pb_module et_pb_text et_pb_text_28 et_pb_text_align_left et_pb_bg_layout_light">
<div class="et_pb_text_inner"><p><span style="font-weight: 400;">Ensuite, tu peux <a href="https://kiffetontarif.com/blog/auto-entrepreneurs-calculez-votre-taux-journalier-moyen-tjm/">calculer ton tarif cible (TJM)</a></span><span style="font-weight: 400;"> grâce à cette formule : </span></p></div>
</div><div class="et_pb_module et_pb_text et_pb_text_29 et_pb_text_align_left et_pb_bg_layout_light">
<div class="et_pb_text_inner"><blockquote>
<p><b>(Revenu souhaité + charges) / nombre de jours facturables = tarif cible</b></p>
</blockquote></div>
</div>
</div>
</div><div class="et_pb_row et_pb_row_18 et_pb_gutters1">
<div class="et_pb_column et_pb_column_1_3 et_pb_column_21 et_pb_css_mix_blend_mode_passthrough">
<div class="et_pb_module et_pb_image et_pb_image_3">
<span class="et_pb_image_wrap"><img loading="lazy" decoding="async" width="265" height="500" src="https://kiffetontarif.com/wp-content/uploads/2025/09/PICTO-Mise-en-action-entrepreneur.webp" alt="Picto entrepreneur heureux et aligné avec ses prix de vente" title="PICTO-Mise-en-action-entrepreneur" srcset="https://kiffetontarif.com/wp-content/uploads/2025/09/PICTO-Mise-en-action-entrepreneur.webp 265w, https://kiffetontarif.com/wp-content/uploads/2025/09/PICTO-Mise-en-action-entrepreneur-159x300.webp 159w" sizes="(max-width: 265px) 100vw, 265px" class="wp-image-1459" /></span>
</div>
</div><div class="et_pb_column et_pb_column_2_3 et_pb_column_22 et_pb_css_mix_blend_mode_passthrough et-last-child">
<div class="et_pb_module et_pb_text et_pb_text_30 et_pb_text_align_left et_pb_bg_layout_light">
<div class="et_pb_text_inner"><p><span style="font-weight: 400;">Bon à savoir : tu peux créer différents tarifs selon le type de prestation effectuée, qui se situeront en dessous ou au-dessus de ton tarif cible. Ton objectif final ? Que le total des prestations vendues corresponde à ton tarif cible. </span></p>
<p><span style="font-weight: 400;">Alors : quel est ton résultat ? Ton tarif cible par jour est-il supérieur à ton coût de revient ? Cet indicateur reste un cap important pour toi, car il te permet d’aligner un prix cohérent avec les coûts réels de ton activité et tes objectifs de rentabilité ! À la clé : une vie plus sereine, plus confiante et câblée pour faire face aux montagnes russes de l’entrepreneuriat.</span></p>
<p><span style="font-weight: 400;">Et ça, on aime !</span></p></div>
</div>
</div>
</div><div class="et_pb_row et_pb_row_19 et_pb_gutters3">
<div class="et_pb_column et_pb_column_4_4 et_pb_column_23 et_pb_css_mix_blend_mode_passthrough et-last-child">
<div class="et_pb_module et_pb_text et_pb_text_31 et_pb_text_align_left et_pb_bg_layout_light">
<div class="et_pb_text_inner"><h3>Comment optimiser mon revenu ?</h3></div>
</div><div class="et_pb_module et_pb_text et_pb_text_32 et_pb_text_align_left et_pb_bg_layout_light">
<div class="et_pb_text_inner"><p><span style="font-weight: 400;">Il existe 4 solutions efficaces et encore plus si on les cumule entre elles :</span></p>
<ol>
<li><span style="font-weight: 400;">Réduis tes coûts en allégeant tes dépenses directes et indirectes (fournisseurs, charges et frais fixes) ;</span></li>
<li><span style="font-weight: 400;">Augmente tes prix : si la valeur perçue le permet, ajuste tes tarifs </span>régulièrement ;</li>
<li style="font-weight: 400;" aria-level="1"><span style="font-weight: 400;">Concentre-toi sur la vente de prestations à haute valeur, privilégie les offres à forte marge ;</span></li>
<li><span style="font-weight: 400;">Améliore tes process en continu, automatise, délègue et gagne du temps dès que possible !</span></li>
</ol></div>
</div>
</div>
</div>
</div><div class="et_pb_section et_pb_section_4 et_section_regular et_section_transparent" >
<div class="et_pb_row et_pb_row_20 et_pb_gutters3">
<div class="et_pb_column et_pb_column_2_3 et_pb_column_24 et_pb_css_mix_blend_mode_passthrough">
<div class="et_pb_module et_pb_text et_pb_text_33 et_pb_text_align_left et_pb_bg_layout_light">
<div class="et_pb_text_inner"><p><span style="font-weight: 400;">Une petite parenthèse s’impose avant de continuer : mais qui suis-je donc pour te donner tous ces conseils de vente et de juste prix ?</span></p></div>
</div><div class="et_pb_module et_pb_text et_pb_text_34 et_pb_text_align_left et_pb_bg_layout_light">
<div class="et_pb_text_inner"><p><b>Sylvie Péan</b></p>
<p><b>Fondatrice – Créatrice de la formation Kiffe Ton Tarif</b></p>
<p><span style="font-weight: 400;">Formatrice et </span><a href="https://trustinmove.com/vous-etes-independant%c2%b7e/" target="_blank" rel="noopener"><span style="font-weight: 400;">consultante en développement commercial</span></a><span style="font-weight: 400;">, j’aide les entreprises et des entrepreneur·e·s indépendant·e·s à établir les bons prix, choisir les bonnes cibles et mieux vendre. J’ai créé </span><a href="https://kiffetontarif.com/"><span style="font-weight: 400;">Kiffe Ton Tarif</span></a><span style="font-weight: 400;"> pour t’aider à définir ton prix de vente parfait et remettre de la joie dans ton quotidien d’entrepreneur·e ! </span></p></div>
</div><div class="et_pb_module et_pb_image et_pb_image_4">
<span class="et_pb_image_wrap"><img loading="lazy" decoding="async" width="400" height="96" src="https://kiffetontarif.com/wp-content/uploads/2025/09/logo-kiffe-ton-tarif.webp" alt="Logo Kiffe ton Tarif" title="logo-kiffe-ton-tarif" srcset="https://kiffetontarif.com/wp-content/uploads/2025/09/logo-kiffe-ton-tarif.webp 400w, https://kiffetontarif.com/wp-content/uploads/2025/09/logo-kiffe-ton-tarif-300x72.webp 300w" sizes="(max-width: 400px) 100vw, 400px" class="wp-image-1418" /></span>
</div>
</div><div class="et_pb_column et_pb_column_1_3 et_pb_column_25 et_pb_css_mix_blend_mode_passthrough et-last-child">
<div class="et_pb_module et_pb_image et_pb_image_5">
<span class="et_pb_image_wrap"><img loading="lazy" decoding="async" width="600" height="815" src="https://kiffetontarif.com/wp-content/uploads/2025/09/Sylvie-Pean-portrait-2.webp" alt="Portrait de Sylvie Péan - Experte en vente- prix de vente et taux journalier moyen" title="Sylvie-Pean-portrait-2" srcset="https://kiffetontarif.com/wp-content/uploads/2025/09/Sylvie-Pean-portrait-2.webp 600w, https://kiffetontarif.com/wp-content/uploads/2025/09/Sylvie-Pean-portrait-2-221x300.webp 221w" sizes="(max-width: 600px) 100vw, 600px" class="wp-image-1475" /></span>
</div>
</div>
</div>
</div><div id="valeur" class="et_pb_section et_pb_section_5 et_section_regular et_section_transparent" >
<div class="et_pb_row et_pb_row_21 et_pb_gutters3">
<div class="et_pb_column et_pb_column_4_4 et_pb_column_26 et_pb_css_mix_blend_mode_passthrough et-last-child">
<div class="et_pb_module et_pb_text et_pb_text_35 et_pb_text_align_left et_pb_bg_layout_light">
<div class="et_pb_text_inner"><h2>Différencie le prix de la valeur perçue</h2></div>
</div>
</div>
</div><div class="et_pb_row et_pb_row_22 et_pb_gutters3">
<div class="et_pb_column et_pb_column_4_4 et_pb_column_27 et_pb_css_mix_blend_mode_passthrough et-last-child">
<div class="et_pb_module et_pb_text et_pb_text_36 et_pb_text_align_left et_pb_bg_layout_light">
<div class="et_pb_text_inner"><h3>La différence entre prix et valeur </h3></div>
</div>
</div>
</div><div class="et_pb_row et_pb_row_23 et_pb_gutters1">
<div class="et_pb_column et_pb_column_4_4 et_pb_column_28 et_pb_css_mix_blend_mode_passthrough et-last-child">
<div class="et_pb_module et_pb_text et_pb_text_37 et_pb_text_align_left et_pb_bg_layout_light">
<div class="et_pb_text_inner"><p><span style="font-weight: 400;">J’aimerais te poser une question : qu’offres-tu à ton client en matière de prestation ?</span></p>
<p><span style="font-weight: 400;">Lui vends-tu un site internet à 900 € avec analyse de branding, design sur-mesure, optimisation SEO aux petits oignons et design responsive ? Ou lui vends-tu (aussi) un outil pour valoriser ses savoir-faire, devenir visible sur le web, augmenter le nombre de prospects et booster son CA annuel ? Ou bien est-ce que tu l’allèges d’une charge mentale conséquente (ne pas avoir de site web) en créant des outils de communication robustes et durables ? </span></p>
<p><span style="font-weight: 400;">Finalement, est-ce que tu ne lui permettrais pas </span><b>de changer de vie en gagnant plus de sérénité et en augmentant son chiffre d’affaires ? </b><span style="font-weight: 400;">Oui ça fait beaucoup de questions, je sais.</span></p>
<p><span style="font-weight: 400;">MAIS… À ses yeux, la valeur du service rendu sera énorme ! Et le prix que ton client sera prêt à mettre pour ta prestation sera d’autant plus important que cette prestation aura de la valeur à ses yeux.</span></p>
<p><span style="font-weight: 400;">Grâce à cet exemple, tu comprends que le prix et la valeur sont deux notions différentes. Voici un petit schéma pour mieux comprendre : </span></p></div>
</div><div class="et_pb_module et_pb_image et_pb_image_6">
<span class="et_pb_image_wrap"><img loading="lazy" decoding="async" width="800" height="361" src="https://kiffetontarif.com/wp-content/uploads/2025/09/Prix-versus-valeur-fixer-ses-tarifs.webp" alt="Prix d'une prestation Versus Valeurs d'une prestation" title="Prix-versus-valeur-fixer-ses-tarifs" srcset="https://kiffetontarif.com/wp-content/uploads/2025/09/Prix-versus-valeur-fixer-ses-tarifs.webp 800w, https://kiffetontarif.com/wp-content/uploads/2025/09/Prix-versus-valeur-fixer-ses-tarifs-300x135.webp 300w, https://kiffetontarif.com/wp-content/uploads/2025/09/Prix-versus-valeur-fixer-ses-tarifs-768x347.webp 768w" sizes="(max-width: 800px) 100vw, 800px" class="wp-image-1474" /></span>
</div><div class="et_pb_module et_pb_text et_pb_text_38 et_pb_text_align_left et_pb_bg_layout_light">
<div class="et_pb_text_inner"><p><span style="font-weight: 400;">Le <strong>prix</strong> correspond à la contrepartie financière <strong>objective</strong> d’une prestation alors que la <strong>valeur</strong>, beaucoup plus <strong>subjective</strong>, représente ce que la prestation apporte au client. Le soulages-tu d’un stress ? Lui fais-tu gagner du temps, de l’argent ?</span></p>
<p><span style="font-weight: 400;">Un conseil de ma part : évite d’annoncer simplement ton prix. Au lieu de cela, détaille tout ce qu’il englobe : </span></p>
<ul>
<li style="font-weight: 400;" aria-level="1"><span style="font-weight: 400;">la qualité hyperpersonnalisée de ton service : accompagnement, livraison, coaching sur mesure, suivi dans le temps, support client,etc.</span></li>
<li style="font-weight: 400;" aria-level="1"><span style="font-weight: 400;">tes savoir-faire spécifiques et certifications différenciantes</span></li>
<li style="font-weight: 400;" aria-level="1"><span style="font-weight: 400;">ton implication au sein du projet : réactivité, écoute, co-création, impact social ou environnemental</span></li>
<li style="font-weight: 400;" aria-level="1"><span style="font-weight: 400;">les expériences douloureuses que tu évites à ton client</span></li>
<li style="font-weight: 400;" aria-level="1"><span style="font-weight: 400;">un outil au service de l’essor de son entreprise</span></li>
</ul>
<p><span style="font-weight: 400;">En étant transparent·e sur ton prix de vente, tu offres à ton client la possibilité de comprendre ce qu’il achète réellement. Au-delà du prix, il pourra mieux percevoir toute la valeur de ton offre. Or, plus tu assumeras ton tarif, plus tu l’expliciteras, mieux il sera accepté. En agissant ainsi, tu poses une base saine et une confiance solide avec tes clients, dès le départ.</span></p></div>
</div>
</div>
</div><div class="et_pb_row et_pb_row_24 et_pb_gutters3">
<div class="et_pb_column et_pb_column_4_4 et_pb_column_29 et_pb_css_mix_blend_mode_passthrough et-last-child">
<div class="et_pb_module et_pb_text et_pb_text_39 et_pb_text_align_left et_pb_bg_layout_light">
<div class="et_pb_text_inner"><h3>Que vends-tu : toi ou tes prestations ?</h3></div>
</div>
</div>
</div><div class="et_pb_row et_pb_row_25 et_pb_gutters1">
<div class="et_pb_column et_pb_column_4_4 et_pb_column_30 et_pb_css_mix_blend_mode_passthrough et-last-child">
<div class="et_pb_module et_pb_text et_pb_text_40 et_pb_text_align_left et_pb_bg_layout_light">
<div class="et_pb_text_inner"><p><span style="font-weight: 400;">Garde en tête que lorsque tu vends tes prestations, ce n’est pas toi – ta personne que tu vends, mais bien un service que tu proposes. Sans vouloir te vexer, le client n’achète pas quelque chose “parce que c’est toi”. Il/elle achète parce qu’il/elle en a besoin et/ou envie. Et de même façon, si ton offre est refusée, c’est que le client n’en a pas besoin/envie. Ça n’a rien à voir avec ta relation avec le client. Cette prise de conscience t’enlèvera beaucoup de pression et atténuera ta possible peur du rejet lors de la vente.</span></p></div>
</div><div class="et_pb_module et_pb_image et_pb_image_7">
<span class="et_pb_image_wrap"><img loading="lazy" decoding="async" width="800" height="367" src="https://kiffetontarif.com/wp-content/uploads/2025/09/fixer-tarifs-prestations-ou-produits.webp" alt="Fixer le prix de vente de ses prestations en se déconnectant de sa propre valeur" title="fixer-tarifs-prestations-ou-produits" srcset="https://kiffetontarif.com/wp-content/uploads/2025/09/fixer-tarifs-prestations-ou-produits.webp 800w, https://kiffetontarif.com/wp-content/uploads/2025/09/fixer-tarifs-prestations-ou-produits-300x138.webp 300w, https://kiffetontarif.com/wp-content/uploads/2025/09/fixer-tarifs-prestations-ou-produits-768x352.webp 768w" sizes="(max-width: 800px) 100vw, 800px" class="wp-image-1471" /></span>
</div><div class="et_pb_module et_pb_text et_pb_text_41 et_pb_text_align_left et_pb_bg_layout_light">
<div class="et_pb_text_inner"><p><span style="font-weight: 400;">Déconnecter ta valeur de la valeur du service que tu proposes te permettra de vendre avec plus de légèreté, de joie et de recul. Ton client n’a pas besoin de tes services aujourd’hui ? Il ne commande pas ta prestation ? C’est sans doute qu’il n’avait pas réellement besoin de ton expertise finalement.</span></p>
<p><span style="font-weight: 400;">Aujourd’hui, tu vends un service à 10 €, demain il sera à 1000 € et l’année suivante à 10 000 € ? Ta valeur, à toi, en tant que personne ne bouge pas. Ça ne change rien. La valeur de ta prestation ne te définit pas, toi en tant que personne. Alors pour conclure, j’aimerais que tu réfléchisses : quelle est la valeur que tu apportes à ton client grâce à ta prestation ? </span><b>Autrement dit, comment soignes-tu le mal de crâne dont souffrent tes clients ?</b></p></div>
</div>
</div>
</div><div class="et_pb_row et_pb_row_26 et_pb_gutters3">
<div class="et_pb_column et_pb_column_4_4 et_pb_column_31 et_pb_css_mix_blend_mode_passthrough et-last-child">
<div class="et_pb_module et_pb_text et_pb_text_42 et_pb_text_align_left et_pb_bg_layout_light">
<div class="et_pb_text_inner"><h3>Dans quel contexte peut-on te trouver ?</h3></div>
</div>
</div>
</div><div class="et_pb_row et_pb_row_27 et_pb_gutters1">
<div class="et_pb_column et_pb_column_4_4 et_pb_column_32 et_pb_css_mix_blend_mode_passthrough et-last-child">
<div class="et_pb_module et_pb_text et_pb_text_43 et_pb_text_align_left et_pb_bg_layout_light">
<div class="et_pb_text_inner"><p><span style="font-weight: 400;">Comment vends-tu ? Grâce à quelle plateforme tes clients te repèrent-ils ? Quelle sera leur expérience client avant d’accéder à tes services ? Pour y réfléchir, j’aime utiliser l’<a href="https://www.romainbouvet.fr/" target="_blank" rel="noopener">exemple mémorable de la bouteille d’eau en plastique de Romain Bouvet, Docteur en psychologie sociale et cognitive. </a></span></p>
<p><span style="font-weight: 400;">On est d’accord que boire l’eau de cette bouteille t’apportera le même bénéfice, quel que soit le lieu ou le moment de l’action. Au final, tu seras désaltéré, non ? Pourtant, le prix de cette bouteille varie. Par exemple, il sera plus ou moins élevé si tu l’achètes dans un supermarché, un restaurant, un cinéma ou – encore pire – un aéroport.</span></p></div>
</div><div class="et_pb_module et_pb_image et_pb_image_8">
<span class="et_pb_image_wrap"><img loading="lazy" decoding="async" width="1082" height="327" src="https://kiffetontarif.com/wp-content/uploads/2025/09/Exemple-prix-bouteille-Romain-Bouvet.webp" alt="Infographie fixer le prix de la bouteille en plastique de Romain Bouvet" title="Exemple-prix-bouteille-Romain-Bouvet" srcset="https://kiffetontarif.com/wp-content/uploads/2025/09/Exemple-prix-bouteille-Romain-Bouvet.webp 1082w, https://kiffetontarif.com/wp-content/uploads/2025/09/Exemple-prix-bouteille-Romain-Bouvet-300x91.webp 300w, https://kiffetontarif.com/wp-content/uploads/2025/09/Exemple-prix-bouteille-Romain-Bouvet-1024x309.webp 1024w, https://kiffetontarif.com/wp-content/uploads/2025/09/Exemple-prix-bouteille-Romain-Bouvet-768x232.webp 768w, https://kiffetontarif.com/wp-content/uploads/2025/09/Exemple-prix-bouteille-Romain-Bouvet-1080x326.webp 1080w" sizes="(max-width: 1082px) 100vw, 1082px" class="wp-image-1470" data-et-multi-view="{"schema":{"attrs":{"desktop":{"src":"https:\/\/kiffetontarif.com\/wp-content\/uploads\/2025\/09\/Exemple-prix-bouteille-Romain-Bouvet.webp","alt":"Infographie fixer le prix de la bouteille en plastique de Romain Bouvet","title":"Exemple-prix-bouteille-Romain-Bouvet","class":"wp-image-1470","srcset":"https:\/\/kiffetontarif.com\/wp-content\/uploads\/2025\/09\/Exemple-prix-bouteille-Romain-Bouvet.webp 1082w, https:\/\/kiffetontarif.com\/wp-content\/uploads\/2025\/09\/Exemple-prix-bouteille-Romain-Bouvet-300x91.webp 300w, https:\/\/kiffetontarif.com\/wp-content\/uploads\/2025\/09\/Exemple-prix-bouteille-Romain-Bouvet-1024x309.webp 1024w, https:\/\/kiffetontarif.com\/wp-content\/uploads\/2025\/09\/Exemple-prix-bouteille-Romain-Bouvet-768x232.webp 768w, https:\/\/kiffetontarif.com\/wp-content\/uploads\/2025\/09\/Exemple-prix-bouteille-Romain-Bouvet-1080x326.webp 1080w","sizes":"(max-width: 1082px) 100vw, 1082px"},"tablet":{"src":"https:\/\/kiffetontarif.com\/wp-content\/uploads\/2025\/08\/Exemple-prix-bouteille-Romain-Bouvet.jpg"},"phone":{"src":"https:\/\/kiffetontarif.com\/wp-content\/uploads\/2025\/08\/Exemple-prix-bouteille-Romain-Bouvet-mobile.jpg","srcset":"https:\/\/kiffetontarif.com\/wp-content\/uploads\/2025\/08\/Exemple-prix-bouteille-Romain-Bouvet-mobile.jpg 528w, https:\/\/kiffetontarif.com\/wp-content\/uploads\/2025\/08\/Exemple-prix-bouteille-Romain-Bouvet-mobile-239x300.jpg 239w","sizes":"(max-width: 528px) 100vw, 528px"}}},"slug":"et_pb_image"}" /></span>
</div><div class="et_pb_module et_pb_text et_pb_text_44 et_pb_text_align_left et_pb_bg_layout_light">
<div class="et_pb_text_inner"><p><span style="font-weight: 400;">Pourquoi ? Parce qu’au restaurant, on te sert de l’eau en bouteille. Il y a cette notion de service rendu, de privilège qui se “paie”. Au cinéma, on achète une bouteille d’eau alors que peu de boissons sont disponibles. On le fait avec l’envie de se faire plaisir exceptionnellement, ce qui justifie d’y mettre un prix élevé. À l’aéroport, le contexte fait que tu es “obligé” d’acheter de l’eau sur place pour t’hydrater, car tu n’as pas le droit de venir avec ta propre bouteille. Les aéroports ne se privent donc pas pour augmenter leur tarif en conséquence.</span></p>
<p><span style="font-weight: 400;">Cet exemple est un prétexte pour t’amener à réfléchir. Et toi, quel est le contexte où tu vends ? Comment pourrais-tu vendre autrement que tu ne le fais déjà ? Cela pourrait être via d’autres partenaires, d’autres canaux de diffusion, d’autres manières de présenter ton offre avant de vendre, etc. Je t’invite à prendre un moment pour voir comment tu pourrais mieux valoriser ta prestation dans le processus de vente et par conséquent, augmenter tes tarifs.</span></p></div>
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<div class="et_pb_text_inner"><h2>Cultive le bon mindset argent et vente</h2></div>
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<div class="et_pb_text_inner"><p><span style="font-weight: 400;">Rien de tel que quelques lectures régulières ou podcasts pour nourrir un état d’esprit positif et éclairé. Je te propose quelques pistes à explorer pour gagner en confiance et en clarté dans ta relation avec l’argent.</span><span style="font-weight: 400;"> Ainsi, les notions de prix, de prix psychologique, de prévisionnel, de veille concurrentielle et d’entreprise rentable n’auront plus de secret pour toi !</span></p></div>
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<li aria-level="1"><a href="http://podcast.ausha.co/jpeux-pas-jai-business/fixer-des-tarifs-a-sa-juste-valeur-et-apprendre-a-les-negocier-avec-insaff" target="_blank" rel="noopener"><b>la négociation</b></a><b> tarifaire : </b><span style="font-weight: 400;">débuter @9:21 si tu es à court de temps (il te restera encore 50 min à écouter)</span></li>
<li aria-level="1"><a href="http://podcast.ausha.co/les-pepettes/19-argent-bonheur" target="_blank" rel="noopener"><b>Argent et sens</b></a><b> </b><b>: </b>un podcast inspirant qui permet un pas de recul sur le lien entre argent et bonheur </li>
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<li style="font-weight: 400;" aria-level="1"><span style="font-weight: 400;">Enquête </span><a href="http://docs.google.com/forms/d/1FasozPsUzmNolN0WRj18fxXGXDMDCaukbdH3QUKfDYA/viewform?edit_requested=true" target="_blank" rel="noopener"><span style="font-weight: 400;">sur les salaires </span></a><span style="font-weight: 400;">lancée par Plan Cash (qui permet d’accéder à un fichier anonyme de salaires) : et le </span><a href="http://docs.google.com/spreadsheets/d/1h-XVJDfhgDn6tRkdU2p8XfvixWmETG1k1To8He6TAJo/edit?pli=1#gid=1563597892" target="_blank" rel="noopener"><span style="font-weight: 400;">fichier récapitulatif </span></a></li>
<li style="font-weight: 400;" aria-level="1"><span style="font-weight: 400;">Expliciter </span><a href="http://documentation.opteos.fr/wiki/Fichier:Petite_histoire_de_l%27euro_factur%C3%A9.png" target="_blank" rel="noopener"><span style="font-weight: 400;">les tarifs </span></a><span style="font-weight: 400;">quand on est en CAE (Coopérative d’Activité et d’Emploi)</span></li>
<li style="font-weight: 400;" aria-level="1"><a href="https://spoune.wearevirgil.com/" target="_blank" rel="noopener"><span style="font-weight: 400;">Super newsletter qui parle de plein de sujets autour de l’argent</span></a><span style="font-weight: 400;"> : un must pour comprendre ce qu’est l’argent </span></li>
<li style="font-weight: 400;" aria-level="1"><span style="font-weight: 400;">Newsletter très fouillée sur les </span><a href="https://vivesmedia.fr/" target="_blank" rel="noopener"><span style="font-weight: 400;">femmes et l’argent </span></a></li>
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<div class="et_pb_text_inner"><p><strong>LIVRES</strong></p>
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<li style="font-weight: 400;" aria-level="1"><i><span style="font-weight: 400;">Ce que l’argent dit de vous</span></i><span style="font-weight: 400;">, Christian Junod, Eyrolles, 2021: une excellente base de réflexion sur ton rapport à l’argent. Car être à l’aise avec son tarif nécessite d’avoir un rapport pacifié avec l’argent. </span></li>
<li style="font-weight: 400;" aria-level="1"><i><span style="font-weight: 400;">Aux thunes citoyennes ! </span></i><span style="font-weight: 400;">Héloïse Bolle et Insaff El Hassini, Alisio, 2023 = la BIBLE en la matière de gestion financière. Hommes et Femmes peuvent apprendre une foule de choses sur l’argent.</span><span style="font-weight: 400;"></span></li>
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